Becoming Sales Leadership's Trusted Advisor with Lisa Jameson

In this episode, Jack Cochran and Matthew James sit down with Lisa Jameson, a seasoned solutions professional, to explore how she built strategic influence and became a trusted advisor to sales leadership without moving into management. 

Lisa provides a practical framework for assessing your current level of trust with sales leadership, finding creative solutions beyond product limitations, and ultimately structuring a custom role that maximizes your impact while staying on the individual contributor track.

Follow Us

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ 

• Connect with Mathew James: https://www.linkedin.com/in/matthewyoungjames/ 

• Connect with Lisa Jameson: https://www.linkedin.com/in/lisajamesondb/ 

Links and Resources Mentioned

• Join Presales Collective Slack: https://www.presalescollective.com/slack 

• Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 

Key Topics Covered

1. Building Initial Trust Through Proactive Learning and Debrief Calls

2. The Deal Review as Critical Trust Builder for Won and Lost Deals

3. Strategic Use of Closed Lost Deals to Increase Credibility

4. The "If We're Working It, We're Working It" Philosophy

5. Recognizing When Sales Teams Trust Your Strategic Input

6. Developing Deep Expertise in a Niche Area

7. Creating Custom IC Roles Through Proven Value

8. Moving Beyond Product Limitations with Partners and Creative Solutions

9. The Long Game of Career Development and Building Credibility

10. Structuring Compensation and Proving ROI for Strategic Roles